Liberty National — Closing, Common Objections, Liberty National - Common Objections

Send me an email.

"Lets do this, I will be working with a few businesses up the street on (Day). I will come by, and put some information in your hands, and hit some highlighted points; if you like it, great; if not, no big deal. "Will (Time) or (Time) work on (Day)?"

I can't take my people out of production for the time it will take for them to meet with you.

(Decision Maker's Name), in considering something like this, you want to ask yourself two questions: First, if you as an employer, had one of your employees have an illness, accident, or even a death, you as an employer would want to help them; isn't that true? (Wait for YES) Second, a few minutes once a year for each employee would NOT affect your business in a negative way, isn't that true? (Wait for YES) Great! Let's get started. I have some time next ________ afternoon that I could enroll your employees, or would next _________ morning be better?

We already have benefits

(Initial) That's great to hear. Most of my clients do as well. Our goal isn't to replace anything you currently have, but instead show you a way to enhance your current benefit package. Is now a good time? (Counter) We have a much needed, but very different benefit that only we can offer. Is now a good time?

I want to poll my employees to see if any of them are interested in buying more insurance.

Great. I was hoping you would say that! What we normally do is bring breakfast one morning, or lunch (whichever works best for you), and give a brief overview of the Accidental Death Policy, Discount Card, and the needs analysis to determine if there is interest. Would breakfast or lunch be better? [Breakfast OR Lunch] Great, how about _______ morning/afternoon or would _____ morning/afternoon be better?

I'm not interested.

I can certainly understand you saying that having just met me, but I think if you had a few minutes to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit. Is now a good time?

Let me think about it.

I understand how you feel, in fact, a lot of my clients have felt the same way. But what they have found, once they really considered it was: you may never know what's right around the corner, and that while they were waiting, one of their employees could have a serious illness, accident, or even death; leaving them financially devastated. Do you see what I mean? (Wait for yes) Great! Let's get started. I have some time next _________ afternoon that I could enroll your employees, or would next ________ morning be better?

My employees wouldn't be interested.

I understand you feeling that way, but let me ask you this. If you were to find out that your employees did have interest, would you be willing to take a look at how we could help them? (If yes...) Ok, let's do this. Give me time to go over it with you and then I will show you the best way to determine if there is interest. "Is now a good time?"

I don't have time.

I understand, I usually work by appointment. I have some time available (Day) at (Time) or (Day) at (Time). Which works better?

We've tried this before.

I understand. We have other clients who had similar experiences before doing business with us. Service is a big part of any benefit program and is certainly something we take a lot of pride in. "Is now a good time?"

My employees can't afford it. (OR) They won't buy coverage because they live paycheck to paycheck.

I'm really glad you mentioned that. If your employees are living paycheck to paycheck today, then if something did happen to them (like an illness, accident, or even death), chances are they would come to you for help. Isn't that true? (Wait for YES) (Decision Makers Name), most employers have found that it's better to offer employees solutions for just a few dollars a week today, rather than face a major problem tomorrow. Do you see what I mean? (Wait for YES) Great! Let's get started. I have some time next _________ afternoon that I could enroll your employees, or would next ________ morning be better?

Is this like XYZ company?

No, actually what we offer is very different. It takes about 15 to 20 minutes to go over. "Is now a good time?"

We already have worksite benefits from XYZ company.

That's great and it shows you really do care about your employees. We're not suggesting canceling your current benefits, but rather enhancing what you're offering with a much needed benefit like our Group Term Life I discussed that no other company can offer. Do you see where this product could fill a gap in your plan and give your employees life insurance they could afford to keep after they retire? (Wait for yes) Great! Let's get started. I have some time next _________ afternoon that I could enroll your employees, or would next ________ morning be better?